Digital Health Provider Insight Series
Align Your Go-to-Market Strategy with the Future of Digital Health
Digital health is projected to grow at a CAGR of 27.7% from 2021 to 2028 by revolutionizing healthcare delivery and innovation. Alexander Group surveyed hospital executives and physicians to gain insights into their overall needs in relation to hospital investment priorities, product innovation, vendor interaction and purchasing preferences.
Leading digital health organizations are making strategic investments in coverage and roles to execute their growth priorities. They have identified four primary growth plays for 2025:
Invest in Demand Generation
Choose the right combination of lead generation roles to increase lead volume, qualification, and conversion
Lead Generation Roles are the #1 demand generation investment category for executives
Establish Omnichannel Strategy
A consistent omnichannel strategy will ensure you are reaching potential consumers through their desired channel for product information
Only 34% of hospital executive prefer to receive product information directly from the rep
Maximize new product investments
(Acquisitions and New Product Introduction)
Effectively launch new products through accurate buyer segmentation, enhanced clinical support and strong physician education
98% of hospitals executives believe AI will have an impact on ability to deliver care
Enhance Post-Sales Support
Deploy the right mix of post-sales support teams to support customer needs and expand within those accounts
49% increase in headcount investments for post-sales support roles in 2024
These growth plays are designed to drive awareness and engagement, improve customer lifetime value, and drive productivity and profitability. By focusing on these areas, leading companies are positioning themselves for sustainable growth and success in the digital health industry.
Alexander Group is offering complimentary readouts on GTM model trends based on results from our Provider Research. This research series covers topics including:
Market Dynamics: Understand the evolving market dynamics and the importance of operational efficiency, innovative products and the shift to outpatient care
New Product Launch Priorities: Discuss the importance of sales rep buy-in, elevated clinical support, and physician education for successful new product launches, highlighting the need for precise targeting strategy, differentiated clinical messaging, and aligned incentives.
Hiring Focus for 2025: Discover expected headcount changes and the key investments needed to support new products, modernized buying motions and entrance into new sites of care.
Solution Sales Motions: Compare traditional and solution selling models, emphasizing the importance of investing in recurring revenue offerings to improve customer lifetime value.
Growth Strategies: Identify key growth plays for digital health organizations in 2025 with a focus on developing a qualified pipeline, maximizing new product investments and enhancing commercial talent management.
Omnichannel Revenue Organization: Learn how to anchor to buyer needs and journeys, power with data, modernize processes and jobs, and invest in the right systems and tools.
Post-Sales Support: Identify different post-sales support roles in digital health and the importance of customer success, remote/virtual technical support, direct patient care and break-fix service.
Compare your go-to-market strategy with the industry average and best-in-class companies to identify areas for improvement and growth.
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